14.00-14.45_the kofax storyboard usage - a sales person's perspective_sales track
DESCRIPTION
The Kofax Solution Storyboards - A Sales Person's PerspectiveTRANSCRIPT
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Holger Schreyer
Director PreSales EMEA Central &
Emerging Markets
The Kofax Solution Storyboards
- A Sales Person's Perspective
Solution ‘’Storyboards’’
Kofax Partner Connect 2013
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Agenda
Why do we use Storyboards?
What are Storyboards?
Which Storyboards are available?
Storyboards for Kofax Partners
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Just because you can doesn’t mean you should
from a demonstration perspective,
Just because you could show something doesn’t
mean you should show something
Better no demo than a
bad demo
Learning from other peoples mistakes
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There are old pilots and brave pilots there are no old brave pilots
from a demonstration perspective
Don’t take risks in a demonstration
Learning from other peoples mistakes
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The more I practice
the luckier I get Gary Player,
Widely regarded as one of the
greatest players in the history of golf.
Learning from The Masters
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What are Kofax Storyboards?
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Slide 7
Storyboards are Sales Tools developed by Kofax EMEA Pre Sales
Each Storyboard is designed to support the solution sale for:
Kofax Point of Origination solutions
Kofax Mailroom solutions
Kofax Invoice Capture Processing solutions
Kofax Capture Enabled BPM solutions
Kofax Case Management (FoI, Government Scenario)
…and more
Localized UI and PPT for six languages now
Storyboard Overview
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Slide 8
1. PowerPoint slides
2. An actual physical demonstration environment (VMware)
• Hardware and software infrastructure
• ‘content’ (Kofax batch class, images, any supporting software )
3. Step by step guidance on a specific Storyboard scenario
• Create this batch class, use these images
• Show this feature, highlight these points
Storyboard Structure
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Storyboard PowerPoint slides consists of Four Sections:
The Challenges faced in your business: 1. Provokes discussion
How Kofax can address these challenges: 2. Showcases a solution
A use case: 3. Sets the scene for the demo
The demonstration: 4. Using fully functional software
(or slides)
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Getting to know the value of Storyboards - 1
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Storyboards include a Live Use Case VM demonstrations and scripts:
Full VM Environment: Demonstrates the Use Case live
Fully documented Script: Step by Step guide through the demo
Demo incl. in the PPT: Slides can also be presented by a Sales Person
if the Pre Sales Engineer is not available
Adaptable: The VM environment can be adapted
for the Opportunity
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Getting to know the value of Storyboards - 2
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Storyboards for Kofax Partners
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Increase bandwidth and qualified
Sales opportunity pipeline
Pre-built Kofax Storyboards and demonstration environment
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What‘s New in Storyboard Version 2.1 #1
New Versions and Updates
Kofax Capture 10.0.1.2
Kofax Transformation Modules 5.5.2.6
Kofax Transformation Thin Client Server 5.5.2.1
Kofax Front Office Server 4.0.0.1
Kofax Import Connector 2.1
Kofax Web Capture 10.3
Kofax TotalAgility 5.5.0.10
Kofax VRS 5.0.1
Support for Kofax Mobile Capture 1.1
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What‘s New in Storyboard Version 2.1 #2
New Capture Enabled BPM Storyboard
„Government – Freedom of Information“
Based on use cases around EU laws
(refer to
„http://en.wikipedia.org/wiki/Freedom_of_information_laws_by_country“)
Process orientated Storyboard with KC, KTM and KTA
Optimizations of
Boot Time
Memory Usage
Performance
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Slide 15
Each Partner at the Kofax Partner Connect will get a USB stick
with all the Kofax Storyboards for Partners
Each Storyboard is designed to support the solution sale for:
Kofax Point of Origination solutions
Kofax Mailroom solutions
Kofax Invoice Capture Processing solutions
Kofax Capture Enabled BPM solutions
Kofax Case Management (FoI, Government Scenario)
…and more
Localized UI and PPT for six languages now
Storyboard Overview
PofO
INV
CeP
FoI
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Storyboard – Point of Origination
Scenario
A German construction company and one of its subcontractors
in UK are exchanging different kinds of documents through
different channels of a Kofax Solution
This Storyboard demonstrates the breadth of the Kofax Point
of Origination technology and strategy
Different input channels leveraged for B2B collaboration
Mobile (or Fax)
Web Portal
Multifunction device
16
PofO
INV
CeP
FoI INV
PofO
MAIL CeP
FoI
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In this Storyboard leveraged Products
Microsoft Windows 2008
Microsoft SharePoint 2010
Microsoft Office 2010
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Storyboard – Point of Origination
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Storyboard – Point of Origination - Functional Details
Integration with Kofax Front Office Server 4.0 for
MFP integration
Mobile Capture Integration
Integration with Kofax Web Capture 10.3
Sample web portal for
Scan via Twain emulator/direct connected scanner
Upload of documents to the portal
Integration with Kofax Import Connector 2.1 using
Email Import
Web Service (for KWC)
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INV
PofO
MAIL CeP
FoI
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Storyboard – Digital Mailroom
19
Scenario
A bank with multiple subsidiaries is receiving customer
correspondence in many formats. This ranges from structured forms
to unstructured letters, through multiple channels (email, paper) and
several languages into their central back office operation
This Storyboard demonstrates classification, extraction and human
interaction for review, correction and validation in a multi-step
process
Featured Benefits
Cost saving through automation / STP
Improved data quality through comphensive business rules
Increased productivity with automation and efficient exception
handling INV
PofO
MAIL CeP
FoI
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Featured Products
Microsoft Windows Server 2008 R2 Kofax Import Connector - Email
Microsoft SharePoint 2010
Microsoft Office 2010
Storyboard – Digital Mailroom
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Storyboard – Digital Mailroom - Functional Details
Email-Import with conversion to PDF1
Import TIFF files with conversion to PDF before export2
Classification based on layout and content3
Document review to review/correct classification results3
Automatic customer data matching & extraction3
OCR Correction for forms3
Validation of recipient, customer and other fields3
Auto-completion for manual fields
Automatic prioritization (egocentrism, black-list)
Export to Sharepoint2
21
1 = KIC 2.1, 2 = KC 10, 3 = KTM 5.5, 4 = KCEC Sharepoint
INV
PofO
MAIL CeP
FoI
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Storyboard – Invoice Processing
22
Scenario
A company with multiple subsidiaries is receiving vendor invoices
through multiple channels (paper, email, print spool, EDI) and in
several languages in to their central back office operation
This Storyboard demonstrates extraction and human interaction
for validation and automatic learning in a multi-step process
Featured Benefits
Cost saving through automation /
straight through processing
Improved data quality through comprensive business rules
Increased productivity with automation and efficient
exception handling INV
PofO
MAIL CeP
FoI
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Featured Products
Microsoft Windows Server 2008 R2 Kofax Import Connector - Email
Microsoft SharePoint 2010
Microsoft Office 2010
Storyboard – Invoice
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Storyboard – Invoice - Functional Details
Email-Import with conversion to PDF1
Interception of print spool and import of EDI documents5
Import TIFF files, conversion to PDF before export2
Validation to review/correct extraction results and business rules3
Automatic vendor and company code matching & extraction3
Validation of recipient, vendor and common invoice related fields3
Auto-completion for manual fields
Mandatory fields, table extrapolation
Automated Online Learning in validation3
Export to Sharepoint2
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1 = KIC 2.1, 2 = KC 10, 3 = KTM 5.5, 4 = KCEC Sharepoint, 5 KET
INV
PofO
MAIL CeP
FoI
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Storyboard – Capture Enabled Business Process Management
Scenario
This scenario shows how an Kofax’s automated case management
system can handle a claim consisting of different user roles,
subcontractors and customers. Notifications with links and
documents will inform the process users about the status and process
steps.
Different input channels and different user roles handle the claim
Letters via scan client
Letters via Mobile Capture
25
Claims Handler
Supervisor
Account Payable
Loss Adjuster
Car Repairer
Customer
INV
PofO
MAIL CeP
FoI
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Products used in this Storyboard
Microsoft Windows 2008
Microsoft SharePoint 2010
Microsoft Office 2010
Storyboard – Capture Enabled Business Process Management
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Storyboard – CeBPM - Functional Details
Integration with Kofax Total Agility 5.5
SharePoint Integration
Integration with Kofax Front Office Server 4.0 for
Mobile Capture Integration
Integration with Kofax Capture 10
Kofax Transformation Integration
Kofax Capture platform
Kofax Import Connector with Mail Integration
27
INV
PofO
MAIL CeP
FoI
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Storyboard – Capture Enabled Business Process Management - FoI
Scenario
This scenario shows the process for a Freedom of Information
Request with different user roles, such as case worker, citizen and
department leader. Notifications with links and documents will inform
the process users about the status and process steps, as well as a
citizen interactive screen.
Different input channels and different user roles handle the claim
Letters via scan client
Data input via web form
28
Citizen
Case Worker
Department Worker
Department Leader INV
PofO
MAIL CeP
FoI
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In this Storyboard leveraged Products
Microsoft Windows 2008
Microsoft SharePoint 2010
Microsoft Office 2010
Storyboard - Capture Enabled Business Process Management - FoI
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Storyboard - CeBPM FoI - Functional Details
Integration with Kofax Total Agility 5.5
SharePoint Integration
Citizen interaction via web forms
Integration with Kofax Capture 10
Kofax Transformation Integration
Standard Kofax Capture Scanclient
Kofax Import Connector with Mail Integration
30
INV
PofO
MAIL CeP
FoI
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Slide 31
Analyze & Understand
Extending Storyboards Impact to drive Partner revenue
Train your
Sales & Pre Sales
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Thank you !